1) Orientation
Agree on what the map is actually saying. Where are your best customers clustered? Where are you strangely thin? What does “good coverage” look like for your world? Output: a clear, spatial picture of reality.
Sales mapping playbook
Turn the Map into Motion
A simple operating rhythm to turn your territory map into concrete plays, metrics, and wins — repeatable every quarter.
2) Convert to action
Translate map insights into territory changes, focus zones, and rep-level plans. The question is always: “What are the next 2–3 moves this map tells us to make?”
3) Run the plays
Build the map into your weekly and monthly rhythm — pipeline reviews, standups, route planning. Use it to keep teams anchored on where effort should go.
4) Measure impact
Track meetings, pipeline, and revenue by region, territory, and key corridors. Compare “before map” and “after map” periods to validate that changes are working.
5) Refresh regularly
Every 60–90 days, rerun the data. New accounts, new reps, new segments, same map canvas. Refresh plays without starting from scratch each time.
Example plays to run from the map
Once the map exists, it becomes a reusable surface to answer different questions as your GTM evolves.
Quarterly realignment
Re-balance territories around true opportunity density, not just historical logos. Use the map to keep books within a fair band and reduce firefights.
Field day planner
Cluster accounts into 30/45/60 minute drive rings around anchors. Build efficient road-warrior days with more meetings and less guessing.
Expansion pilot
Use density, incentives, and competitor presence to choose the next market. Test one or two cities on the map before making bigger bets.
Event blitz
Map target accounts around a conference location. Run pre- and post-event outreach by radius and travel time, not just a ZIP list.
Partner overlay
Overlay partner territories and key locations on top of your own. Identify where co-selling makes sense — and where you risk clashing.
QBR map mode
Add one map slide to your QBRs: coverage, pipeline, and outcomes by region. Cut down on “it feels like…” debates and talk about what’s clearly visible.
Common traps to avoid
- Over-modeling: Track the few variables that actually drive coverage and outcomes. Don’t turn this into another giant dashboard.
- Static thinking: Territories are living. Expect them to change as you learn, and plan a refresh cadence upfront.
- Insight with no motion: Never end a map review without 2–3 clear actions, owners, and dates.
Enablement assets
Territory one-pagers, “what this means for you” map snippets for reps, and exec-level snapshots for QBRs and board decks.
Metrics that matter
Meetings and pipeline by region, activity in priority corridors, cycle time by territory, and win rate by coverage changes.
Rollout checklist
Align leadership → brief managers → rep-facing session with map examples → establish a review cadence → capture wins → feed back into the next cut.
You bring the territory mess. MapOps brings the map and the motion.
Use this playbook with your own data — or have MapOps build and run it with you. Either way, the first step is seeing your actual world on a map.